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Troy, United States PPG Industries Full time

The Commercial Director OEMS North America reports to the Vice President Automotive OEM Americas and is the top commercial leader for the region. This role is the key PPG face to these dynamic customers. The purpose of this role is to enable profitable growth for the customers and for PPG. This individual will serve to sell all pertinent PPG technologies, services, and represents all segments. This individual will also work across business units to support ONE PPG growth at the account globally.

The objective of the Commercial Director is to manage all aspects of PPG's relationship with assigned key customer(s).

Key Responsibilities

  • Accountable for growth performance; revenue & profitability for all the accounts under his/her responsibility.
  • Develop and execute the global account strategy involving the full PPG product portfolio.
  • Develop value selling approach for the customer.
  • Coordinate with strategic marketing the match of PPG and customer strategy.
  • Establish customer contacts across all levels and functions and ensure customer satisfaction.
  • Lead central negotiation & pricing, develop pricing strategy in accordance with internal goals.
  • Determine the need for new products and coordinate the projects internally & x-functional.
  • Build and manage the pipeline.
  • Establish financial report of the account.
  • Contract Management
  • Approval Management in coordination with customer engineering (PPG)
  • Lead the regional account team in strategy definition & execution.
  • Collect voice of customer and competition landscape and feedback into PPG
  • Collaborate with the local and global Optima Service organization to meet customer expectations.
  • Coordinate regular cadence with all regional sales teams to communicate customer strategy and provide key updates.
Key metrics to evaluate success:
  • Revenue
  • PC% and $
  • Pipeline value
  • Net share gain (New commercialization - churn)
  • ClientLink usage & sales processes
  • VOC
  • Customer DSO, % current
  • Customer DOI
  • Financial KPI (Overdues etc.)
Demonstrated behaviors:
  • Outstanding communication skills demonstrated by deep customer knowledge, results orientation with executives, able to communicate at all levels, and inspirational leadership with employees
  • Commercially savvy and extremely proactive and responsive problem-solving skills
  • Self-commitment and resilient in the face of adversity
  • Always engaged and ability to manage difficult situations
  • Creative solution provider and loves to win
  • High level of integrity, learning agility, attention to detail, and organization skills
  • Competent in financial methodologies, business performance metrics, and business case analyses
Qualifications:
  • Minimum of 10 years of commercial experience in a leadership role with a proven track record of authentic leadership, cross-functional collaboration, customer intimacy, and delivering results
  • Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent a plus.
  • Experience working across multiple regions and cultures.
  • Experience with large OEM's and coatings technology is beneficial.
  • Available for traveling approximately 40-50% of the time.


About us:

Here at PPG we make it happen, and we seek candidates of the highest integrity and professionalism who share our values, with the commitment and drive to strive today to do better than yesterday - everyday.

PPG: WE PROTECT AND BEAUTIFY THE WORLD™

Through leadership in innovation, sustainability and color, PPG helps customers in industrial, transportation, consumer products, and construction markets and aftermarkets to enhance more surfaces in more ways than does any other company. To learn more, visit www.ppg.com and follow @ PPG on Twitter.

The PPG Way

Every single day at PPG:

We partner with customers to create mutual value.

We are "One PPG" to the world.

We trust our people every day, in every way.

We make it happen.

We run it like we own it.

We do better today than yesterday - everyday.

PPG provides equal opportunity to all candidates and employees. We offer an opportunity to grow and develop your career in an environment that provides a fulfilling workplace for employees, creates an environment for continuous learning, and embraces the ideas and diversity of others. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, color, creed, religion, national origin, age, disability status, marital status, veteran status, sexual orientation, gender identity or expression. If you need assistance to complete your application due to a disability, please email recruiting@ppg.com.

PPG values your feedback on our recruiting process. We encourage you to visit Glassdoor.com and provide feedback on the process, so that we can do better today than yesterday.

Benefits will be discussed with you by your recruiter during the hiring process. These include health, dental, 401k matching, PTO, and Holiday pay.

PPG pay ranges and benefits can vary by location which allows us to compensate employees competitively in different geographic markets. PPG considers several factors in making compensation decisions including, but not limited to, skill sets, experience and training, qualifications and education, licensure and certifications, and other organizational needs. Other incentives may apply.

Our employee benefits programs are designed to support the health and well-being of our employees. Any insurance coverages and benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.